INTRODUCTION Karachi is one of the largest cities in Asia according to population and is the ideal playing ground for companies to inject their products and services into. Having a population of 18 million people, Karachi is the financial capital of Pakistan and is also the one of the industrial hubs with several ports allowing it to become of the strongest economies. Company with FMCG’s, Karachi becomes the first choice to launch products and services and see how well they compete with existing competitors. However, before launching a product or service companies need to conduct research on how receptive Karachi’s people will be considering the various options available to them. In a smaller city with lesser options available it would not be necessary to conduct an extensive research program as the population will either accept the product or accept it at a later date once they are accustomed to it. Millions of Australians have grown up with Arnott's during the past 140 years. For them, Arnott's is more than a food company - it's a piece of Australia's history and a national icon. Arnott's is one of the largest food companies in the Asia Pacific region, with a very bright future. Arnott's ongoing growth has been supported by the Campbell Soup Company's investment in Arnott's and its iconic brands. More than 50,000 Australians have worked with Arnott's during the past century. Today, Arnott's employs more than 4,300 Australians across all States and Territories.
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INTRODUCTION
Karachi is one of the largest cities in Asia according to population and is the ideal playing
ground for companies to inject their products and services into. Having a population of 18
million people, Karachi is the financial capital of Pakistan and is also the one of the industrial
hubs with several ports allowing it to become of the strongest economies. Company with
FMCG’s, Karachi becomes the first choice to launch products and services and see how well
they compete with existing competitors. However, before launching a product or service
companies need to conduct research on how receptive Karachi’s people will be considering the
various options available to them. In a smaller city with lesser options available it would not be
necessary to conduct an extensive research program as the population will either accept the
product or accept it at a later date once they are accustomed to it.
Millions of Australians have grown up with Arnott's during the past 140 years. For them,
Arnott's is more than a food company - it's a piece of Australia's history and a national icon.
Arnott's is one of the largest food companies in the Asia Pacific region, with a very bright future.
Arnott's ongoing growth has been supported by the Campbell Soup Company's investment in
Arnott's and its iconic brands. More than 50,000 Australians have worked with Arnott's during
the past century. Today, Arnott's employs more than 4,300 Australians across all States and
Territories. Arnott's also employs several thousand people across the Asia Pacific region, in
countries such as New Zealand, Indonesia, and Greater China. Arnott's exports continue to grow,
with Australian-made biscuits now being shipped to more than 40 countries around the world
including Japan, the USA, Canada, United Kingdom, Indonesia, Tahiti and New Zealand.
For Arnott’s product Tim Tam to be launched in Pakistan it would require research based on the
customer profile, their income and disposable income, their taste and their motivation towards
buying a product. From questionnaires, taste tests and focus groups these blanks can be filled and
will give a better idea to Arnott about how its product can compete against the already heavily
competitive market of Karachi, and about the strategies needed to make Tim Tam a successful
product in Karachi. The target market and Karachi’s demographics reveal how lucrative it would
be for Arnott to introduce a product into the Karachi market but the research will prove it to be
feasible or not.
Masters students of Greenwich University of the Marketing Management class, motivated by
their lecturer Prof. Shoaib Shamsi, , conducted a research on how the Karachi population will
receive Tim Tam as a product, interpreted the results from their research and have compiled this
report. The report includes all the information regarding Tim Tam including the questionnaires
used to find information regarding Tim Tam’s target market, the perception of Tim Tam in the
eyes of the target market and its main competitors. The results from the focus group and taste test
are also included. Since Tim Tam is a fairly established product globally, people in Karachi are
aware of it, and its taste, but, only on a minute level. To increase awareness of Tim Tam, it
would be necessary to have the focus groups and the taste test group to give out samples of the
product to the candidates being tested. According to the results and a general opinion Tim Tam,
being a confectionary product in an ocean of competition, did fairly well as compared to locally
manufactured products.
The basic objective of the research would be to attract retailers to give shelf space to Tim Tam,
the strategies needed to be implemented so that the product appeals to the customers, the retailers
that we are targeting and target market, customer buying behavior, purchase patterns of sweets
and chocolates, incentives that we can offer to attract our retailers and distributors, and the 3
chocolates with the most sale and what are their prices.
CONSUMER SURVEY
The consumer survey was carried out keeping in mind a target age bracket of 7 years to 20 years,
the main areas of focus were:
1. Clifton
2. Defence
3. Nazimabad & North Nazimabad
4. K.D.A.
5. Gulshan
A total of 450 questionnaires were floated, out of which 400 were answered and returned.
The main focus of the survey was to find out the average daily pocket money and spending, their
preferences regarding snacks, or a particular snack. Questions regarding chocolate preferences
were also put forward, and preferences with regard to local or imported chocolates were also
asked.
In order to understand specific areas of purchase we asked them about their preferred purchasing
points, and what they think of when looking for a chocolate.
For a new entering chocolate, questions regarding possibilities of purchase and proposed prices
were put forward.
SAMPLE QUESTIONNARE
CONSUMER SURVEY FORM
1. Age bracket?
a) 7-11
b) 12-15
c) 16-20
2. Your area of residence?
a) Clifton
b) Defence
c) Nazimabad & North Nazimabad
d) KDA
e) Gulshan
3. How much is your daily pocket money?
a) 10 - 20
b) 20 - 30
c) 30 - 50
d) 50 +
4. How do you spend your Rs.20. (1= most preferred 4 = least preferred)
a) Chocolates
b) Candies
c) Sweet snacks
d) Toffees
5. What type of chocolate do you eat mostly?
a) Wafer
b) Coconut
c) Caramel
d) Milky
e) Any other
6. How often do you have chocolates?
a) Daily
b) Weekly
c) Occasionally
7. Are you brand loyal?
a) Yes
b) No
8. If yes, which brand name comes in your mind when you think of chocolates?
______________________________
9. What kind of chocolates do you mostly eat?
a) Local
b) Imported
10. Which dimension makes you purchase the above selected chocolate?
a) Quality
b) Taste
c) Price
d) Varieties
e) Size
f) Packaging
11. Please answer the following as honestly as possible:
I will not pay more than Rs. ______ for a chocolate bar.
12. Where do you usually buy chocolates from?
a) School/College canteens
b) Super stores
c) General stores
d) Small street stores
13. Do you like to see a new bar of chocolate in the market?
a) Yes
b) No
14. If yes, what changes would you suggest?
………………………..
15. What price range would you suggest for a fine quality chocolate?
a) Between 5 to 10
b) Between 10 to 15
c) Between 15 to 20
FINDINGS OF THE CONSUMER SURVEY
Following are the findings with regard to questions asked that have extracted from each question
asked.
1. Age bracket?
A major share of the survey was answered by people ranging from the age group of 16-20 which
stood at 59% of the overall questionnaires, followed by the age group ranging from 12-15 which
stood at 26% of the overall questionnaire.
2. Your area of residence?
Majority of the people surveyed belonged to D.H.A standing at 29%, while residences of
Gulshan-e- Iqbal followed standing at 21% of the overall percentage.
3. How much is your daily pocket money?
The highest share of daily pocket money went to people with a daily pocket money of Rs. 50+,
which shows that every 3 out of 10 people have a daily pocket money of Rs. 50+. This is
followed by the pocket money bracket of Rs. 30-50.
4. How do you spend your Rs.20. [Most Preferred and least preferred]
(a) Most Preferred
The most preferred snack that consumers like to spend money on is Chocolate, which is followed
by sweet snacks, and candies.
(b) Least Preferred
Toffees and Candies have been found to be the least favored product to be purchased out of all
low priced or quick purchase snacks.
5. What type of chocolate do you eat mostly?
Majority of the people prefer to have milky chocolate, which is followed by caramel and wafer
filled.
6. How often do you have chocolates?
Purchase patterns are pretty much equally divided, where consumers prefer to make daily,
weekly, and occasional purchases.
7. Are you Brand loyal?
58% of the consumers have been found to be brand loyal and aligned towards a specific brand or
a company.
8. If yes, which brand name comes in your mind when you think of chocolates?
A major share of the brand preferences went to Cadbury and imported chocolates, such as Mars
Inc. brands and Nestle brands.
9. What kind of chocolates do you mostly eat?
Consumers have been found to show not much preference differences between imported and
exported chocolates, they both have an equal share.
10. Which dimension makes you purchase the above selected chocolate?
Consumers have been found to look at the taste and quality of a chocolate before making a
purchse, while package and size do not matter as much.
11. I will not pay more than Rs. _____ for a Chocolate Bar
Majority of the people have been found to be willing to pay up to Rs. 10 for a bar of chocolate,
while the highest amount people are willing to pay for chocolate goes up to Rs. 1000.
12. Where do you usually buy chocolates from?
Majority of the people prefer purchasing their chocolate from super and general stores.
13. Do you like to see a new bar of chocolate in the market?
There has been an equal result, people would like to see a new chocolate enter the market, and
people are satisfied with the ones currently available.
14. If yes, what changes would you suggest?
Majority of the people would not like to see anything new, while some have said a new and
improved tasting chocolate should be introduced.
15. What price range would you suggest for a fine quality chocolate?
Consumers are willing to pay Rs. 10 to 20 for a new fine quality bar of chocolate.
OTHER FINDINGS
CONSUMER SURVEY SUMMARY/RECOMMENDATIONS
Consumption patterns are at par among the age groups, therefore, we can deduce that product
supply to specific purchase points should be consistent to cater to daily, weekly and occasional
buyers.
Milky chocolates are the most preferred, it is recommended that the element be included, and
the customization be done in order to attract the milky chocolate market share.
A summarization shows that brand loyalty is not high; this is a major opportunity area that can
be focused on in order to create large scale awareness, and attachment towards the brand in order
to attract a larger customer base.
Competition for new (both local and imported) and existing products is high, therefore, it is
difficult to enter the market as both a local and imported chocolate. The chocolate should be
customized and marketed using local elements in order to attract the customers.
Most customers are willing to pay with Rs. 10 to Rs. 30 for a bar of chocolate, it is suggested
that the price not exceed more than Rs. 30.
A major area for points of purchase are general stores, up to 33% of consumers make their
purchases at general stores, while 30% make their purchases at super stores. Another area that
needs to be focused on is Schools /College canteens, children have a fixed daily pocket money
and they prefer to spend it on snacks, easy access will lead to easy purchase.
New chocolate bars entering were not looked at as favorably, customers are happy with the
existing brands available in the market. This is a major threat area and Tim Tam might face
resistance on entering the market and developing customers.
However, consumers who did want to see a new bar of chocolate in the market suggested that a
unique taste will contribute towards successfully launching a new bar of chocolate in the market.
Another suggestion was more focus on the packaging of the product, as the package is what
defines what the chocolate inside is going to be all about.
FOCUS GROUP
A focus group can reveal a wealth of detailed information and deep insight. When well
executed, a focus group creates an accepting environment that puts participants at ease, allowing
them to answer questions in their own words and add meaning to their answers.
OUR FOCUS GROUP INTERVIEW:
A focus group interview was conducted for Arnott’s Tim Tam on the 26 th of April, 2009. There
were two moderators, who were members of our group, and ten participants randomly selected
between the ages of 8 to 22 .
The participants:
There were 10 participants in all, 5 males and 5 females.
Participant #1: Male, Age-21
Participant #2: Male, Age- 20
Participant #3: Male, Age- 20
Participant #4: Female, Age- 19
Participant #5: Female, Age- 16
Participant #6: Female, Age- 14
Participant # 7: Female, Age- 12
Participant #8: Male, Age- 13
Participant #9: Male, Age-9
Participant #10: Female, Age- 8
The Focus group was conducted in the Greenwich ‘Boardroom’. The duration for the focus
group was roughly 30 minutes. The interviewees signed a consent form before the
commencement of the interview to ensure that they were a part of this focus group with their due
consent. The ambience was very relaxing and the moderators began by welcoming the
participants and appreciating their willingness to participate in the focus group.
The moderators started off with general questions concerning the participant’s hobbies, what
they do in general, this basically helped create an environment of openness and freedom of
speech, and encouraged all participants to speak up.
They then asked them what they usually liked as snacks. Following are the questions and their